The book talks specifically about three important topics:
*Sales leaders can no longer hide from external comparison to their peers–(i.e. your sales force or service or product or market is NOT 'unique' that it prevents you from being benchmarked)
*Top performing sales leaders benchmarking their organizations against the best and let the results speak for themselves. No more dictum's like "sales executives never ask questions to which they don't already know the answer."
*Sales benchmarking analytics provides the accurate assessment of your sales challenges and links these to overall corporate performance, and it is the application of best practices from world class companies into your business that closes the gap. No one appreciates a sterling diagnosis without an equaling compelling cure.
To learn more details on Making The Number, published by Penguin(Porfolio books)–go to www.makingthenumber.com
It is a great and informative read